National Multiple Sclerosis Society Development Manager, Individual Giving in Washington, District Of Columbia

The National Multiple Sclerosis Society mobilizes people and resources to drive research for a cure and to address the challenges of everyone affected by MS. To fulfill this mission, the Society funds cutting-edge research, drives change through advocacy, facilitates professional education, collaborates with MS organizations around the world, and provides programs and services designed to help people with MS and their families move their lives forward.

We have an exciting opportunity to join our national Development team as a Manager, Individual Giving.

The Individual Giving Manager plays an essential role in developing and maintaining a pipeline of donors across multiple markets by actively managing identified prospects and supporting strategic, individual giving operational plans. Responsible for building the donor pipeline, cultivating long-term relationships and retaining donors at the mid-level range ($1,000-$7,500) through consistent identification, exceptional engagement, timely solicitation and relevant stewardship.

The Individual Giving Manager will manage a portfolio of identified donors and prospects across multiple market areas and be responsible for raising substantial revenue (based on assigned market fiscal goals). The manager will cultivate and steward donors through meaningful, substantive and measurable contact with donors.

Responsible for identifying and retaining prospective donors, actively reviewing recent donor lists to properly steward and cultivate gifts, monitoring regional mailings and responses, analyzing past donations and identifying lapsed donors to engage in renewal strategies. With the corresponding markets' Director of Individual Giving and MGO, the manager will manage a balanced mid-level operational plan of cultivation events, stewardship and donor outreach including national events, impact communications and centralized appeals to engage and ask donors at their highest level to meet assigned established financial targets. This position will actively engage in the relationship management team to develop and support moves management planning for each market's prospects. Responsible for collaborating cross-departmentally at high levels to ensure strategic donor engagement in all facets of the organization. Travel in and to assigned markets will be required, as well as attending weekend and evening donor functions. The revenue potential in this territory that includes Maryland, North Carolina, South Carolina, Virginia, Washington DC, and West Virginia represents $1.64 million.

Essential Function/Responsibility

Relationship Management, Cultivation, Stewardship

Refines and implements key functions of the Individual Giving operational plan to achieve targeted revenue goals for each assigned market. Responsible for attracting and retaining prospective donors by delivering an appropriate program mix of cultivation, solicitation and stewardship activities. Acts as market lead for appropriate, thorough review of donor lists for centralized Golden Circle appeals, provides unique chapter content and ensures accuracy of information incorporated into those appeals. Works closely with the full Individual Giving team to develop the right pre and post engagement and giving opportunities to maximize central appeal results.

Plays a key role on the market relationship management team, pulls and refreshes reports that will assist the MGO and Director of Individual Giving in the identification of new prospects. Ensures appropriate first and next engagement activities are conducted and tracked, stewards market donors. In addition, the manager will provide donors and prospect lists to centralized prospect researcher for analysis and ensures data is entered into the Data Warehouse and CRM.

The manager is responsible for leveraging national engagement opportunities (such as Peer Review and RPAC) and properly promoting these to key prospects and donors. Working with the central team, the manager will identify target groups, make personal asks, coordinate logistics, donor bios and all attendance follow up to create and maximize these events as strong donor moves toward substantial gifts.

Orchestrate annual donor relations timeline for each market, develop, incorporate and manage local stewardship and engagement opportunities with centrally executed Golden Circle solicitations and national cultivation opportunities.

Donor Development

Manage unique list of mid-level donors and prospects, and through one-on-one interactions and the execution of appropriate relationship management steps confirm increased levels of giving from active portfolio names. Work collaboratively with Individual Giving Staff and the market management team as well as key market volunteers to identify, cultivate and solicit new donor prospects. Utilize national donor cultivation and stewardship opportunities (research, advocacy, wellness meetings, teleconferences, and webcasts) to increase meaningful donor interactions. Manage prospects and donors with any hard credit single or cumulative gift in the range of $1,000-$7,500 and/or wealth engine capacity screening of $75K-$199K. Portfolio size will vary as individuals are qualified and prioritized into a working portfolio that are cultivated and stewarded by meaningful and substantive contact with donors. Ensure that planned giving donors (Lawry Circle members) are included in all engagement opportunities to ensure they have a clear and consistent experience after naming the Society in their will.

Golden Circle program management

Oversee Golden Circle program and donor events implementation by helping create and execute events and activities to bring donors and prospects closer to the mission.

Implement Golden Circle guidelines, protocols and templates to support local donor events and provide guidance to specialist or other staff on event execution. Develop and distribute internal communications to the relationship management team and chapter leadership to promote cultivation opportunities and events. Project manage and assign event activities on schedule, including correspondence with staff leads and Society leadership on donor engagement, attendance, development of any event materials and templates, scripting, arrangement of prep meetings, event budget management and follow up direction.

Staff Management and Administration

Work with the Individual Giving Relationship Management team on administrative needs for chapters including budgets, forecasts, board reports, staff performance reviews and operational plan updates. Assist with moves management planning, interaction reporting, and the development of proposals and other materials that support the development strategies and activities. Qualify prospects with the potential to give more and assign (or reassign) as appropriate to the right relationship lead. Timely entry of all donor moves into Society systems will ensure the highest level of information and accurate, consistent planning for our top donors. Engage in lapsed donor renewal work, pull lapsed donor lists and assign constituents to appropriate relationship managers, provide training and materials for lapsed donor follow-up, actively track results and ensure interactions are uploaded for all activities.

Implement market event calendar to deliver appropriate donor cultivation events for each market.

Volunteer Engagement

Increase the number of Society volunteers, recognizing and recruiting talent (Managing Relationships, Being Open and Receptive)

Engage volunteers, effectively communicating and facilitating meaningful opportunities across all functions. (Communication)

Partner with volunteers to accomplish our work. (Getting Work Done through Others, Getting Organized, Managing Work Processes, and Overcoming Obstacles)

Cultivate volunteers, seeking and providing feedback and sharing opportunities for reciprocal growth and learning. We recognize the contributions of all volunteers. (Communication, Inspiring Others, People Management, Learning, Being Open and Receptive)

Minimum Education:

  • Bachelor of Arts or Science

Minimum Experience:

  • 3-5 years of nonprofit fundraising experience required.
  • Time management, event management, organization, communication, marketing, relationship management, and collaboration skills required.
  • Exceptional interpersonal skills and the ability to ask for gifts at a mid-level range.
  • Ability to create and utilize donor prospecting and management tools including moves management, donor prospect sheets, etc.
  • Must be an action-oriented, energetic professional with the following attributes: a track record of building donor and volunteer relationships; entrepreneurial spirit; skilled at inspiring, influencing and engaging people; high emotional intelligence; collegial, collaborative and accessible; excellent listening skills, passion for the mission.
  • Strong writing skills including proposal and report writing, as well as internal and external communications with attention to detail.
  • Knowledge of industry standards, current trends, and best practices.
  • Experience building and leading fundraising teams.
  • Results driven style and proven track record of sales/fundraising success.
  • Experience and knowledge in mid-major level donor fundraising.
  • Strong understanding of moves management planning and the donor lifecycle.
  • Commitment to the mission, vision, cultural values, and expectations of the National MS Society Technical/Other:

  • Knowledge of Microsoft Office Suite, Database management, Knowledge of Salesforce and/or CRM systems is a plus.

  • Project Management knowledge
  • Strong relationship building skills
  • Motivated individual who can deliver on goals
  • Ability to quickly build credibility within and outside of the organization and make an immediate contribution to accomplishing key priorities
  • Creative and energetic individual who functions well within a fast-paced, team environment, which includes cross-department collaboration
  • Ability to work well with volunteers, staff, and a variety of constituents is essential
  • Outstanding customer experience and services abilities
  • Excellent verbal and written and communication skills, diplomacy, and discretion
  • Ability to manage and motivate groups, both internally and externally
  • Project Management experience including ability to manage multiple and high priority projects at one time
  • This position will be required to drive/travel on Society business. Candidate must possess a valid driver's license, proof of insurance, and reliable transportation. The Society does run motor vehicle checks for all positions which require driving and the applicant must meet the Society guidelines.

The National Multiple Sclerosis Society provides a highly competitive, comprehensive benefit package to employees. These benefits include a considerable Paid Time Off Plan; Paid Holidays; 401k Retirement Savings Plan with Society match; Educational Reimbursement Plan; Professional Development Assistance; Commuter Benefit Plan; Flexible Work Arrangement Options; Comprehensive Health & Welfare benefits including Medical, Dental, Vision, Flex Spending Accounts, Life Insurance, Disability Coverage, Life Assistance Plan as well as additional voluntary benefit offerings.

Equal Opportunity Employer Minorities/Women/Protected Veterans/Disabled